A business partner, David Svigel, Senior Consultant at MAARK Cleveland, pointed me to an interesting study that shows why web leads should be responded to ASAP. This study indicates that the odds of contacting a web lead by phone within 5 minutes versus 30 minutes drops 100 times. The odds of qualifying a lead if called within 5 minutes versus 30 minutes drops 21 times. The study also provides data suggesting the best follow-up trends by days and time of day. However, possibly the most interesting point in the study, was that additional follow-up attempts after 20 hours may actually hurt your ability to make contact to qualify a lead.

Thank you, Insidesales.com/MIT for an interesting and thought-provoking study. The nine-page study summary is worth the attention of anyone with a web lead form on your website.